Director, Storage Business Development

Director, Storage Business Development

  

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2-3 days per week from an HPE office.

Who We Are:

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description:

   

The Director of GTM and Business Development will be a key Global leader responsible for driving sales execution and supporting the sales teams in creating and managing portfolio-based programs that build and measure pipeline plus achieve revenue growth. This role, reporting into the VP of WW GTM and Business Development, combines strategic category management, sales governance, focused business development, sales execution, and collaboration with product management to deliver compelling customer offers and support the sales force in achieving business objectives.

Key Responsibilities:

• Strategic Leadership and Planning:
  • Develop and lead cross-functional go-to-market (GTM) and business development teams to support creation and execution of sales plays and other business development activities.
  • Create and communicate strategic and tactical global category (strategic portfolio level) plans to achieve market growth, revenue, and operating profit goals.
  • Establish and track metrics, goals, and benchmarks for pipeline development, customer acquisition, and retention.
• Business Development:
  • Identify and develop new markets, industries, use cases and business opportunities to build a strong sales pipeline.
  • Conduct market analysis to identify trends, customer needs, and competitive positioning.
  • Leads team to Develop and execute awareness/preference and demand generation campaigns.
  • Leads team to Develop and execute upsell/cross-sell/attach efforts. May manage field-facing aspects of new offering launch.
  • Build and maintain relationships with Geo sales, pre-sales and category leaders, partners, and other Business Unit stakeholders to drive business growth.
• Sales and Marketing Support:
  • Support best-in-class communication and support to the direct and indirect sales teams on product strategies and GTM campaigns.
  • Assist sales with the development of sales training materials, distributor, and reseller business development.
  • Develop and execute marketing strategies and tactics that drive demonstrable revenue, share gains, and customer/partner engagement.
• Operational and Financial Management:
  • Identify opportunities for and drive organizational initiatives to support business process improvements and cost reductions.
• Customer and Partner Engagement:
  • Lead a team of business growth leads, portfolio category managers, and data analytics experts to deliver on GTM vision.
  • Engage with program managers, marketing, product managers, technical leaders, and executives to communicate program status and influence strategic decision-making.
  • Establish a closed-loop customer experience to drive adoption, expansion, and renewals.

Qualifications:

• Education:
  • Bachelor's degree required; MBA or advanced degree preferred.
  • Degrees in Technology Management, Business, or related fields are advantageous.
• Experience:
  • 12-15+ years of professional services experience with demonstrated success in managing local and global teams.
  • 7+ years in sales, marketing, or GTM roles, including offering marketing, segment marketing, and partner marketing.
  • 10+ years of people management experience.
• Knowledge and Skills:
  • Sales Strategy Development: Develop and execute a comprehensive global sales and business development strategy to achieve orders, revenue and growth targets in alignment with the storage GBU’s overall business goals.
  • Team Leadership: Lead and manage the global business development teams, including the influencing the Geo category leaders, providing guidance, support, and fostering collaboration with local teams through a dotted line reporting relationship. Provide leader